Whats a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them.
It can be as simple as choosing an industry, picking a company name out of the yellow pages, understanding the appropriate level of contact to call on, and investigating a name that goes with the title.
Or it can be as complex as an expensive CRM (customer relationship management) system for existing customers, defining market share of your product portfolio and routinely touching the existing base to broaden the revenue pond.
But heres whats important to understand. Your Targeted Selection Process is a separate component of your sales strategy. It stands by itself.
But it is directly allied with your other Sales performance indicators. The degree of success youll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm.
And the direction you decide to travel is strategic to the outcome. I call it the Playing...
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